Steven Rosen
APRIL 10, 2024
In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments.
Anthony Cole Training
APRIL 12, 2024
There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.
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Mr. Inside Sales
APRIL 14, 2024
Good morning everyone! I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Check them out on Amazon if you’re interested in learning more. There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often.
Sales 2.0
APRIL 8, 2024
I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account? When thinking of this payoff I recommend thinking of lifetime value (in terms of profit ideally not just revenue.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Understanding the Sales Force
APRIL 11, 2024
I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. When it disappeared into the closet, I thought about it a lot! Eventually, I found it and reintroduced it to the great outdoors.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
APRIL 1, 2024
Difficult conversations are as inevitable as they are necessary. These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. However, a surprising number of sales managers avoid these critical conversations, a trend that undermines team potential and poses a significant threat to organizational success.
Anthony Cole Training
APRIL 5, 2024
You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.
Sales and Marketing Management
APRIL 17, 2024
Grand gestures or massive mistakes will certainly impact the memorability of a first business meeting. More often than not, its success hinges on the culmination of subtler details. The post 5 Simple Gestures That Can Make an Initial Client Meeting Unforgettable appeared first on Sales & Marketing Management.
No More Cold Calling
APRIL 11, 2024
It’s OK to double your price for PITA clients Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients. These PITA clients drain your energy, demotivate your team, waste your time, and expect you to do more at the same price.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Understanding the Sales Force
APRIL 15, 2024
The Hall of Fame catcher Yogi Berra is known for his many “ Yogisms.” The one we are most familiar with is, “It ain’t over til it’s over.” He is also known for saying, “It’s déjà vu all over again.” Based on the conversations I have been having with sales experts, CEOs and CROs over the past two weeks, the common themes are: The first quarter sucked Way more delayed closings than we’ve ever seen Budgets being slashed It’s harder
SBI Growth
APRIL 11, 2024
Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.
Steven Rosen
APRIL 14, 2024
Hiring sales superstars is critical to building a high-performance sales team. Traditional hiring methods—résumés, interviews , and references—play critical roles but sometimes miss deeper insights into a candidate’s capabilities. This gap can be effectively bridged by integrating psychometric assessments into the hiring process, offering a more scientific approach to evaluating potential.
Smooth Sale
APRIL 3, 2024
Photo by Alexas Photos via Pixabay Attract the Right Job Or Clientele: Business Began, But Now How Do I Scale? ? The effort was highly challenging, but you did it—you started your own business. Clients love you, so they continue to send you referrals. You hoped you would have enough clients to stay afloat a while back, but now you are hoping for only a few more at a time.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales and Marketing Management
APRIL 15, 2024
In today's digital world, the cold email landscape plays a crucial role in email outreach and lead generation strategies. Here's how to make the most of the opportunities it presents. The post Prospecting Emails Work: Here’s How to Write Them appeared first on Sales & Marketing Management.
Force Management
APRIL 16, 2024
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
Partners in Excellence
APRIL 5, 2024
For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” The group is fascinating–both in their stories and in their diversity. Some have had long careers in selling, some are relatively new. Some are or have been senior executives in very large companies, some are individual contributors.
SBI Growth
APRIL 8, 2024
Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
The Center for Sales Strategy
APRIL 15, 2024
There’s a whole lot more to recruiting the right person for your team than just matching resumes to job descriptions. It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. In today’s candidate-led job market, your company's reputation matters—a lot. Many of the people who have the power to influence your reputation are those you’re recruiting.
Smooth Sale
APRIL 17, 2024
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Will You Accept Full Responsibility for Business Success? Business ownership is a delicate balance. It doesn’t matter who you are or the number of resources you have; we only have 24 hours each day, and we all need to use them differently! As such, managing a company entirely on your own is one of the most challenging tasks to embrace, and embracing it is crucial!
Sales and Marketing Management
APRIL 10, 2024
From identifying potential leads, to successfully sealing the deal, here's a comprehensive guide to winning tactics that make your sales cycle less complex. The post 7 Winning Strategies to Shorten Your B2B Sales Cycle appeared first on Sales & Marketing Management.
SalesFuel
APRIL 16, 2024
The pressure to increase revenue in organizations never lets up. As a sales manager, you may feel this pressure more than other department heads. You can increase team productivity by personalizing coaching and improving efficiency in sales team processes. How to Personalize Coaching to Increase Team Productivity A new Mindtickle report indicates that sales managers have stepped up the pace of coaching.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Partners in Excellence
APRIL 9, 2024
It’s trite to say we live in worlds of growing complexity. The rates of change and disruption seem to be accelerating. Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. Workloads seem to sky rocket as do demands on our time. Distractions whether device based, app based or self inflicted consume our time.
SBI Growth
APRIL 4, 2024
Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there. This year, we found that while many CEOs are confident in their direction, few believe they have the right people in charge, and time to productivity is slowing.
Grant Cardone
APRIL 2, 2024
Business professionals from around the globe have gathered for the 10X Growth Conference 2024. Every year, Grant Cardone, invites celebrity entrepreneurs, trailblazers, and thought leaders to share insights with attendees that can change lives. This article covers the iconic event as it happens! Keep reading for the best-of-the-best moments… Day 1: TUESDAY APRIL 2, 2024 […] The post Grant Cardone’s 10X Growth Conference 2024 LIVE Updates appeared first on GCTV.
Smooth Sale
APRIL 16, 2024
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Overcome Anxiety for Better Outcomes Each day presents us with new challenges, opportunities for personal growth, and empowerment. However, the most daunting ones can trigger anxiety, especially when we feel we lack the natural talent or the necessary skills to overcome them. Negative comments from others, such as ‘It’s time to give up; you will never make it!
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
The Center for Sales Strategy
APRIL 4, 2024
Sealing the deal is the ultimate goal of any business negotiation, but the path to get there is often fraught with obstacles and delays. Striking while the iron is hot can make all the difference. Closing a lucrative deal within a tight one-month timeline might seem like an impossible feat. However, with the right mindset, preparation, and tactics, it's a challenge that can be conquered.
Fill the Funnel
APRIL 11, 2024
I’ve been around long enough to have experienced several down cycles in the sales revenue, caused both from internal mistakes and from external. I thought I might give you some things to think about before the next down cycle hits. Being an online entrepreneur means being prepared for the unexpected, including those moments when sales […] The post Adapting Your Marketing Approach Amidst Declining Sales appeared first on Fill the Funnel com.
Partners in Excellence
APRIL 2, 2024
Habit 2 of Stephen Covey’s famous, “The Seven Habits Of Highly Effective People,” is “Start (Begin) with the end in mind.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve.
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